If you’re considering a career in sales, look no further than the hospitality industry.
This business simply can’t function without heads in beds and hungry restaurant guests, making hospitality rife with opportunity for the sales-minded. Business-to-business or B2B sales professionals are a key pillar to a successful hospitality business and while the term “B2B” may not immediately conjure up images of a high-flying lifestyle, hospitality has a lot more to offer its sales reps than say, industrial parts sales.
The nature of the hospitality industry requires sales executives to build client relationships by traveling to their office locations, inviting them out to dine, and even attending galas and other business events. Here are 7 hospitality sales jobs worth considering.
Reservations Sales Associate: These hotel employees are responsible for creating a positive first impression for guests of a hotel or hotel brand. They respond to incoming reservations requests and often have access to a lead management system in order to support the company’s revenue management strategies through up-selling and promoting packages as well as cross-selling amenities. Necessary for this role is a professional phone manner and the ability to communicate clearly and record reservations accurately.
Sales Coordinator: This is an entry-level position for anyone looking to break into hotel sales. Coordinators assist sales directors and managers achieve sales goals and implementing initiatives as well as executing client contracts. Tasks can include communicating with clients after their programs are booked, coordinating event details with all relevant departments throughout the hotel, monitoring groups’ room blocks, and assisting with menu planning, room set-up, and other ancillary services such as audio-visual set-up as ordered by the client.
Business Development Manager: Hotel brands that work closely with travel agents, tour operators, and tourism boards often have a fleet of business development managers who develop relationships with these respective entities in an effort to grow hotel bookings from within a particular geographic area. These employees typically spend a lot of time on the road meeting with representatives from these organizations, educating them on the product, and driving hotel sales. The success of a business development manager is usually measured by their sales numbers.
Corporate Sales Manager: These sales reps are responsible for negotiating and maintaining contracts with corporate clients that house their business travelers at the hotel. In addition to keeping existing accounts satisfied, corporate sales managers are also responsible for identifying and developing new sources of business and new accounts for the hotels. They also respond to requests for proposals or RFPs and arrange site visits, meetings and teleconferences in order to present the hotel as a potential site for business travel and corporate functions.
Banquet Sales Manager: Seek out new business in order to book and coordinate business, social, and possibly even fundraising events. Once clients select the venue for their function, the banqueting manager will negotiate pricing, ensuring that sales minimums are met, and assist with menu selection and room layout while also working with the hotel’s culinary and operational teams to make sure that all obligations of the contract are met.
Group Sales Manager: This person in this position is responsible for filling hotel rooms with the multi-room bookings that come with meetings and conventions, weddings, and school groups such as traveling sports teams. Again, seeking out new business opportunities is a key component of the role and at times, the group sales manager may overlap with the banqueting sales manager if the group manager is also charged with filling the hotel’s event spaces.
Leisure Sales Manager: This role will be most commonly found in the luxury hotel sector as this category of hotels maintains close relationships with the travel agent community and particularly those travel agency organizations like Virtuoso, American Express Fine Hotels & Resorts, Travel Leaders, and Centurion. The leisure sales manager will be responsible for analyzing market data, understanding market segments, and participating in agent education initiatives such as site inspections and familiarization trips.